Determining which employees to coach and which to cut
An effective sales management team needs to determine the true value of what each individual employee brings to the company. Read full story →
View ArticleThis Is A Sales Call, Not A Marriage Proposal
For some salespeople, maintaining an appropriate emotional distance from their clients is no problem. For others, it’s a real struggle. Sales is about gaining trust. It’s not about promising a prospect...
View ArticleWhat Are The Top 3 Fears Of Salespeople And How Do You Overcome Them?
There are many fears that salespeople may have about their job, due to the nature of interacting with new people on a daily basis. However, there are three major things representatives are fearful of...
View ArticleWhat Is The Best Way To Grow Your Prospect List?
There is no magical solution for building a prospect list. A sales management team may be able to help determine the best strategies for their representatives, but when it comes down to it, salespeople...
View ArticleWhat Makes an Effective First Call in Sales?
A sales management team needs to use a sales training program that highlights the important things that a representative needs to do during their first sales call with a potential buyer. A...
View ArticleWhat Is Your Top Tip For Finding Prospects?
A sales management team has to create a strategy for representatives at their company that not only helps to increase the number of prospects that are found, but also ensures that these potential...
View ArticleAthletes Need a Coach, So Do Salespeople…
Sales leadership is analogous to football in the sense that medium-to-large-organizations tend to have two or more “layers” of management—comparable to coaches and assistant coaches in the NFL. Every...
View ArticleSecret to a Successful Sales Presentation? Target your audience
Most sales professionals are capable of giving sales pitch presentations; unfortunately, many are tiresome and irrelevant. The simplest way to avoid giving a mundane presentation is to target your...
View ArticleHow to Overcome Common Objections from Prospects
Sales professionals face many challenges, but perhaps the most daunting is how to handle the objections of prospects. Stumbling blocks can be encountered at any stage of the process–from the gatekeeper...
View ArticleSecret weapons: Open-ended questions and listening
Joe Smith, a salesman with ABC Industrial Supplies, called on a prospect, the Wagner Chemical Co., in January. He met with the company’s purchasing agent, Allison Stevens, who spent twenty minutes with...
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